JEFFREY GITOMER SALES MOVES babm.com/salesmoves


Jeffrey Gitomer is the author of The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at www.trainone.com. He can be reached at 704.333.1112 or e-mail salesman@gitomer.com


32 | NOV/DEC 2011


Here’s a question I often get: Where should I network to get the most leads?


Wrong question.


Networking is not about getting. It’s about meeting, engaging, establishing rapport, finding common ground, and giving.


And networking works IF you make a strategic plan, target people and places, allocate the time, prepare before you go, and do it consistently.


There are 4.5 types of networking:


1. Attending and participating in events. 2. Being in charge of an event and bringing people together. 3. Being in charge of a group or association. 4. Speaking at a local or national event, and being the star of the show. 4.5 Volunteering in your community.


Here are a few specific examples of what you can do:


Attend cultural events or sporting events. They give you a chance to see old friends and meet new ones.


Lead a group at your local Chamber of Commerce. It’s much more powerful to lead than go to a business after hours to meet other salespeople and troll for leads.


Speak at a trade show. Don’t just exhibit and look for leads. Leaders attend workshops. By addressing attendees with a value message, they will all stop by your booth, compliment you on your speech, and WANT to talk to you.


what is


networking really? and are you doing enough of it?


Speak for a Rotary group. You can be a member of Rotary and basically see the same 50 people every week, or you can give a 20-minute speech at each Rotary club (and all civic associations) in your region. If you speak at a civic organization once a week, and offer more information in exchange for a business card, it’s likely you’ll get 50 leads a week – of people who will be happy to take your call.


Volunteer for Habitat or Red Cross, attend charitable events, or even give out water at a local race. You’ll meet like-minded people, and you’ll feel great for helping.


How do you choose which events to attend? Three ways:


1. Go where you love to go. 2. Go where your customers go. 3. Go where your prospects might be. 3.5 Be ready when you get there, and arrive happy.


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